Social Psychology Professor Scott Plous Wesleyan University

FURTHER READINGS AND VIEWINGS

Lecture 2.6: How to be Persuasive Works Cited or Referred To

(1) Chaiken, S. (1979). Communicator physical attractiveness and persuasion. Journal of Personality and Social Psychology, 37, 1387-1397.

(2) de Hoog, N. Stroebe, W., & de Wit, J. B. F. (2007). The impact of vulnerability to and severity of a health risk on processing and acceptance of fear-arousing communications: A meta-analysis. Review of general Psychology, 11, 258-285.

(3) Keating, J. P., & Brock, T. C. (1974). Acceptance of persuasion and the inhibition of counterargumentation under various distraction tasks. Journal of Experimental Social Psychology, 10, 301-309.

(4) Levine, R. (2003). The power of persuasion: How we're bought and sold. New York: Wiley.

(5) Maddux, J. E., & Rogers, R. W. (1983). Protection motivation and self-efficacy: A revised theory of fear appeals and attitude change. Journal of Experimental Social Psychology, 19, 469-479.

(6) McGuire, W. J. (1985). Attitudes and attitude change. In G. Lindzey and E. Aronson

(Eds.), Handbook of social psychology (3rd ed.), Volume II: Special fields and applications. New York: Random House.

(7) Miller, N., Maruyama, G., Beaber, R. J., & Valone, K. (1976). Speed of speech and persuasion. Journal of Personality and Social Psychology, 34, 615-624.

(8) Petty, R. E., & Cacioppo, J. T. (1986). Communication and persuasion: Central and

peripheral routes to attitude change. New York: Springer- Verlag.

(9) Other books on Attitudes, Persuasion, and Social Influence Related Wikipedia Entries

(1) Attitude Change: www.en.wikipedia.org/wiki/Attitude_change (2) Central Route to Persuasion:

www.en.wikipedia.org/wiki/Elaboration_likelihood_model - Central_route

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(3) Counterargument: www.en.wikipedia.org/wiki/Counter_arguments

(4) Fear Appeal: www.en.wikipedia.org/wiki/Fear_appeal

(5) Inoculation Theory: www.en.wikipedia.org/wiki/Inoculation_theory (6) Peripheral Route to Persuasion:

www.en.wikipedia.org/wiki/Elaboration_likelihood_model - Peripheral_route

(7) Persuasion: www.en.wikipedia.org/wiki/Persuasion

(8) Source Credibility: www.en.wikipedia.org/wiki/Source_credibility

(9) Yale Attitude Change Approach: www.en.wikipedia.org/wiki/Yale_Attitude_Change_Approach